Director, Neo Cloud Sales

Backblaze External Website

7h • $195,000 - $240,000 • Remote

About The Position

Backblaze is hiring a Director, NeoCloud Sales (Sell-To) to build and run the NeoCloud segment as its own business within the Chief Revenue Officer organization. NeoClouds are GPU-rich, AI-native infrastructure providers that need fast, affordable, S3-compatible storage at scale. Backblaze has mapped the top 80 NeoClouds and Frontier Labs worldwide, with about 70% in the US and 30% in EMEA, and has existing traction in the US, UK, and France.

The role owns a quota, a team, and the account strategy for winning the segment. The director will land and grow key customers, deliver $20 million in total contract value, expand the existing NeoCloud base, and own segment pipeline and forecasting while carrying a named-account quota. The work involves long sales cycles, CXO-level buyers, and three-to-five-year contracts. It continues after signature through service-level agreements, support, and integration.

The director will establish the Sell-To route to market and account-specific pursuit plans, collaborate with Strategic Partnerships on Sell-With opportunities, negotiate complex commercial and technical deal terms, and coordinate executive, Cloud Operations, and Engineering engagement. The role will take over open NeoCloud opportunities and existing coverage from current BD owners by the end of Q1, with exceptions handled case by case. It is remote and US-based, reports to the Chief Revenue Officer, and offers a stated base salary range of $195,000–$240,000 plus variable pay and RSUs; target OTE is $325,000–$400,000, with a 60:40 base-to-variable mix.

Requirements

• Knowledge of, or ability to become fluent in, the NeoCloud infrastructure stack, including GPU compute, networking, storage, and orchestration; ability to discuss architecture with the Field CTO without requiring drive-level detail.
• Experience building SVP, CTO, and CXO relationships and independently leading executive meetings.
• Experience landing and expanding multi-year committed contracts.
• Ability to work strategically with senior product and development teams at a NeoCloud, beyond commercial discussions.
• Hands-on experience negotiating OEM and ISV service integration, SLAs, IP, revenue sharing, and infrastructure-as-a-service structures.
• Experience carrying a quota and closing deals as the seller of record.
• Experience leading a small, senior, quota-carrying team while carrying an individual quota.
• Ability to secure executive sponsors on both the company and customer sides.

Nice To Haves

• Storage experience.
• Experience selling to NeoClouds, GPU clouds, hyperscalers, cloud providers, or AI infrastructure companies.
• Experience building a new segment or coverage model from scratch.
• Familiarity with S3-compatible object storage, data egress economics, and AI/ML data pipelines.
• Experience leading a Specialist team in a large organization, particularly in its early stages.

Responsibilities

• Land and grow five of the Top 25 NeoClouds as meaningful customers and land 25 additional customers from the rest of the mapped list.
• Deliver $20 million in total contract value across the customer base.
• Grow the existing NeoCloud base outside committed contracts, including accounts such as CoreWeave.
• Own pipeline and forecasting for the segment and carry a named-account quota.
• Hire, onboard, and coach a growing team of BD Pursuit Specialists and Account Executives; set their KPIs and ARR-conversion targets.
• Build and own the Sell-To route to market, tailoring plays to each NeoCloud account.
• Write pursuit plans for the Top 25 NeoClouds, including account priorities, buying groups, and account-specific plays.
• Work in tandem with Strategic Partnerships on OEM and ISV Sell-With opportunities, including decisions on staffing when a NeoCloud wants to sell Backblaze storage to its own customers.
• Negotiate service-level agreements, intellectual property, revenue sharing, and infrastructure-as-a-service terms for integrations where Backblaze runs behind a NeoCloud's service.
• Bring Backblaze executives, Cloud Operations, and Engineering into integrations and maintain their engagement after signature.
• Secure an executive sponsor at Backblaze and at the customer for every priority account, and lead CXO conversations independently.
• Take over open NeoCloud opportunities and existing coverage from current BD owners by the end of Q1, subject to case-by-case exceptions.

Benefits

• Competitive compensation and equity package.
• Medical, dental, and vision benefits.
• 401(k) with matching.
• RSU grants for full-time employees.
• Employee stock purchase plan (ESPP).
• Flexible vacation policy.
• Maternity and paternity leave.
• MacBook for work and a stipend to personalize the workstation.
• Childcare bonus.
• Fertility treatment and support.
• Learning and development program.
• Commuter benefits.
• Collaborative and transparent culture that supports a healthy work-life balance.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed